Rejection’s Not Personal.
It’s Just Sales.
If you're in sales, chances are you've heard no more times than you've heard your own name. It comes with the territory.
Sandler Rule #21 reminds us to keep things in perspective with a simple formula:
SW⁴ – Some will. Some won’t. So what? Someone’s waiting.
Let’s break it down.
- Some will. You’ll find people who are open-minded, ready to talk, and genuinely interested. That’s the fun part, right?
- Some won’t. You’ll also run into people who don’t want to talk, don’t see the need, or simply aren’t in the market. That’s not your fault—and it’s not your problem.
- So what? Don’t let rejection define your day (or your quota). It’s just part of the process. Move on.
- Someone’s waiting. With over 8 billion people in the world, you better believe someone out there wants and needs what you offer. They’re literally waiting for your call.
Here’s the kicker: every “no” gets you closer to a “yes.”
You might have to wade through a few dozen disinterested prospects before you find the one who lights up at what you have to say. But that’s sales. That’s the game.
Don’t waste your energy getting emotional over the people who don’t bite. And don’t get too cozy with the wins, either. Celebrate, yes—but keep moving.
Lose the fear of no. There's always a yes out there!
